Here is What Jim Does

8/11/2019 Here is What Jim Does

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SHORT ELEVATOR INFORMATION

An innovation laboratory...

Jim Feldman is a recognized thought leader on change and helpsindividuals and organizations turn the ordinary into the extraordinary.

He asks What If? Whats Next? and Whats Possible?

...Dedicated to developing solutions...

But more than this, the mission of Jim Feldman is to transform

innovation into solutions that create a positive difference by

discovering new opportunities using existing resources.

...In business and in life.

Jim understands that his highest influence and value emerges from

being problem solver. To accomplish this goal Jim assists organizations

in defining the problem from inside the box before creating a solution

to take outside the box.

It is not about you spending more money; it's about outthinking the

competition. Jim challenges your audience beliefs and encourages

positive actions.

2013 James Feldman. All rights reserved. May not be duplicated in any form transmitted

in print or electronic or used in any manner !ithout !ritten permission of James Feldman1


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Here is what Jim does when he speaks for you.

IN PREPARATION, JIM WILL

Be available to discuss your desired outcome for the meeting or event

Learn about your organization Create specific solutions to accomplish your goals

Know the theme of your meeting and relate my presentation to it.

Interview some of your members or attendees to learn why your people would want to hear

what I have to say on this topic.

Coordinate with other speakers or the speakers bureau to assure your goals are met.

Notify you in advance of my travel itinerary.

ON-SITE, JIM WILL

Notify you when he arrives on site

Contact meeting coordinator immediately should any serious delays occur

Be accessible to you from the arrival until departure Retire early the night before his speech.

Be reasonable and considerate in his use of room charges and incidental expenses.

Be in the meeting room for an AV and sound check at least one hour before he speaks.

Coordinate with the set-up crew and other presenters

Adapt to your audience and the other speakers to align his message with them.

Be dressed appropriately, normally in a suit and tie

Provide an easy, brief introduction and be available to coach introducer.

Make suggestions to the crew as to how to maximize audience affect through

creative use of lights, sound or staging.

Be in the room, seated and visible even before introduction

DURING PRESENTATION, JIM WILL

Walk on stage cheerfully and open speech with energy and purpose.

Never use off-color language or material and gain approval of any possible material that

pushes the audience

Jim always interacts constantly with the audience and involve them through questions, a show

of hands, eye contact and exercises as appropriate.

Present well-researched, solutions that can be used by your attendees or make them think

about applications for the information.

Use stories and humor liberally.

Use appropriate slides and audio clips or video clips to enhance the look, feel and impact ofhis speech.

React maturely, good-naturedly and flexibly to any problems that arise. This includes: audio-

visuals, lights, sounds, emergencies, etc.




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DURING PRESENTATION, JIM WILL (cont)

Never be rude to an audience member.

Allow for questions and comments from the audience during his presentation.

Summarize key points and offer give ways to reinforce key points.

Relate points to your organization and people. Never turning speech into a sales pitch.

Only offer books and tapes or resources if approved or requested in advance.

Stick to my time frame and adjust if needed.

AFTER HIS PRESENTATION, JIM WILL

Remain after speech briefly to answer questions or hear comments.

Check out and depart with minimal effort to you.

Itemize expenses and bill you promptly after the speech.

Provide receipts as needed.

Promptly fill any orders for my products.

Post a copy of slides for distribution to audience members as a follow-up

Discuss strategies to continue the impact of his message during follow-up.

Never disclose any sensitive information about your organization.

Be willing to accept personal phone calls to follow up on the speech from individual

audience members or executives.




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Jim Feldman Introduction

Our speaker today is Jim Feldman, an international author,event-incentive-meeting planner and noted authority on shifts

in the marketplace.

A Certified ncentive and !ravel "#ecutive, Jim $as recentlynamed one of si# most innovative motivators in the last century%y ncentive &aga'ine Jim $as listed $ith the founders of(oggle, )ell Computer, etc. he even named his company *hift+appens to represent $hat $e all face.

Jim has served on the %oard of directors of *!", A&, )*A, -

&", !he ncentive &arketing Association, /niversity of ChicagoCancer 0esearch, etc. +e has raised over a half %illion dollars forthese organi'ations. +is clients include Aria, 1ynn 2as 3egas,+yatt +otels and 0esorts, &arriott, 0it' Carlton, 4empinski,Apple, 5A*F, A!6!, !oyota, 7ero#, &e#ican !ourism 5oard, etc.

+e is an ad8unct professor for several universities and continuesto %e a sought after 9change: e#pert on customer service, team%uilding, pro%lem solving for maga'ines, radio, and television.

Jim has authored fourteen %ooks and do'ens of audio and videotraining.

+e is an artesian chocolate maker, avid $ine collector, scu%adiver, private pilot, photographer and gourmet cook. Jim tellsme todays presentation $ill challenge our assumptions and%eliefs to create our o$n shift.

5uckle your seat %elts this is going to %e a ;uite a ride into $hat

ifs and $hats ne#t and $hats possi%le for< our economicfuture.

Please help me welcome The Bright Idea Guy, Jim

Feldman.


in print or electronic or used in any manner !ithout !ritten permission of James Feldman"


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PROSPECTING PROGRAM

Research the possible clients business to find out as much about them as you can BEFORE

making any call or sending an email. Think about what the meeting planner is looking for?

Is it price? Is it content? Is it industry expertise? Is it entertainment? Is it a combination?

Type of organization? Association? Corporation?

What is the type of meeting or event they are considering Jim to be a presenter?

Whom have they used in the past?

What was the topic of the presenter(s) in the past?

You can often find this information on websites that still house information from previous

events.

SECOND: Phone Call

Introduce yourself

Ask for 5-10 minutes of their time

Understand they do not want to be sold anything. They need a solution to their meeting needs.

THIRD:Follow up with email and links to on line videos, documents, etc.

The goal of the phone call and email is not to sell but provide information to them and start tobuild a relationship. Dont forget the first thing they are buying is YOU. Not me.

FOURTH: Call to confirm they received materials. If you get voice mail, dont just say you

called. Be informative. Offer an article etc. if they call you back. Create a reason for them to

call you.

Offer to assist them in finding a speaker even if it is not me.

Be a consultant.

Provide their SOLUTION and you may find they will become yours.

The meeting planner wants a successful meeting. They are less interested in price and always

interested in results.

If they ask about fees, I would avoid it but say that in the past Jim has received $10,000.

However these times are tough for meeting planners and we dont want Jims fee to become the

reason you did not engage him. Our goal is to first determine what Jim can offer as a solution

provider for the event. Once we agree that Jims unique presentation can exceed the

expectations of your audience, we can then address compensation.


in print or electronic or used in any manner !ithout !ritten permission of James Feldman#


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in print or electronic or used in any manner !ithout !ritten permission of James Feldman$


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SCRIPT

Hi, my name is __________________ with Shift Happens! How are you today?

The reason that I am calling is to discuss your future meeting needs for the education of your

attendees. Our company is a solution provider. We want to assist you and your organization by

asking a few questions about your event. The information I would like to gather from you may

effect your decisions for the presentations at your event. If this is not a good time, can we set

up a better time that is more convenient for you?

If they say yes,go to questionnaire after you say:

Great, lets get started. I promise it will take less than 10 minutes. Again, thank you for taking

the time to discuss your meeting needs.

If they say no, but set up an appointment then set it up and confirm by email.

If they say nobut dont want to set up an appointment.If you cant spend a few minutes now perhaps you would like to contact me with a time when

you think you might have more time? OK, if I dont hear from you, may I recontact you on

XXXX specific date?

Always thank them for their time.


in print or electronic or used in any manner !ithout !ritten permission of James Feldman%


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What are the decision maker's major hopes for this meeting?

Please tell me a little more about your organization or how I can find theinformation on the Internet, etc.

What is the mission of this organization?

What is the organization's competitive position?

What are the three (3) biggest challenges facing the industry now?

What are the difficulties and challenges facing your organization now?

What sense of urgency do you feel about improving matters?

What opportunities are waiting to be exploited?

What new markets are on the horizon?

What new products or services are on the horizon?

What are the audience demographics?

Percent Male:

Percent Female:

Age Range:

Education:

Past Speakers: Be as specific as possible. Are they from the association?

Are they from the industry? Are they professional speakers?

Do you want to follow the same criteria as last year or differently and if so, what?


in print or electronic or used in any manner !ithout !ritten permission of James Feldman'


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What is the low end of a speaker's fee and high end of speaker's fee?

Low:

High:

What other speakers are you considering and why do you like them?

When do you need this information?

What is your deadline for selecting speakers?

Who will make the decisions?

How can we contact you?

When is the best time and date to contact you?

Our organization is very selective in our choice, as you are, in those organizations we want to

work with. The investment of our time today will permit us both to evaluate the possibility of

working together. We may determine that our organization is not the best fit or there could be

a scheduling conflict, would you like us to recommend another presenter in that case?

I want to thank you for your thoughts and opinions.

After presenting your comments to Jim, I would like very much to come back to you by DATE

to tell you about our suggestions.

If we can set up a follow up appointment that would be terrific.

I know how busy you are and I want to be respectful of your time.

If we cannot make the appointment now may I call you back the week of XXXXX?




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Here is What Jim Does

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